Senior Director, EMEA Sales

Job description

Smarsh's vision is to be the undisputed global leader for communications data and intelligence for regulated industries. Our Guiding Principles — Lead with Excellence, Own the Outcome, and Act as One Smarsh — shape how we work with each other, our customers, and our community, and we expect every leader we hire to model them. Smarsh is an AI-native, cloud-native platform for the capture, archiving, supervision, and e-discovery of digital communications, serving highly regulated industries — principally financial services (banking, wealth management, broker-dealers) and the public sector — against requirements such as SEC, FINRA, and MiFID II. We're recognised as a Leader in Gartner's Magic Quadrant for Digital Communications Governance and Archiving Solutions, and we're extending that position into the fast-growing AI governance space, helping regulated enterprises capture, supervise, and govern their use of generative AI tools alongside traditional communications channels. The Senior Director, International Sales directs revenue generation across the UK and EMEA, and is responsible for identifying and prioritising Smarsh's next wave of emerging market opportunity — with a strong focus on high-velocity midmarket growth alongside enterprise accounts, at a moment when demand for both communications compliance and AI governance is accelerating internationally. This is a multi-functional leadership role: you set regional commercial strategy, lead through subordinate sales leaders, and are accountable for revenue outcomes across genuinely distinct markets and buyer types. Based in London and reporting to the SVP, International Revenue, you bring credibility at board and executive level, a strong command of international go-to-market complexity, and the judgement to balance global consistency against local market reality. ### How will you contribute? - Own and direct the international revenue strategy across the UK and EMEA, aligning midmarket and enterprise motions to overall corporate commercial strategy. - Identify, prioritise, and build the go-to-market case for emerging markets, sequencing new-market entry against resourcing and market readiness. - Lead a multi-team sales organisation; accountable for pipeline health, forecast accuracy, and quota attainment across all covered regions and segments. - Drive high-velocity midmarket sales execution alongside enterprise, multi-stakeholder deals, ensuring each motion has the right process, tooling, and team structure to scale. - Own regional commercial discipline: headcount and territory planning, discounting and deal desk governance, and input to comp plan design. - Represent international revenue performance in executive and board-level reporting; partner cross-functionally with Finance, Marketing, Customer Success, and Product on GTM strategy and forecasting. - Lead org design, succession, and talent strategy for the international sales function; attract, develop, and retain sales leadership talent across multiple markets. - Operate with fluency across jurisdictional and cultural variation across covered and emerging markets (e.g. buyer behaviour, procurement norms, employment considerations); partner with HR and Legal on market-specific complexity rather than resolving it unilaterally. - Hold executive-level relationships with strategic accounts, travelling as required for both customer engagement and internal leadership/team meetings. - Other duties as assigned. ### What will you bring? - 10+ years of experience in SaaS sales, with a demonstrated record of scaling revenue across multiple regions. - 4+ years of experience in sales management, leading and developing frontline sales teams. - Proven experience working across functions to influence your revenue plan in a multi-team, multi-segment sales organisation. - Familiarity with the Financial Services Industry - Bachelor's degree or equivalent combination of education and experience. ### Preferred Qualifications - Global experience is required: a demonstrated track record leading or selling across multiple international markets, not solely a single-region background with international scope added on. - Track record succeeding in high-velocity midmarket sales motions alongside direct enterprise sales, including experience entering or scaling emerging markets. - Deep fluency in both midmarket velocity selling and enterprise, multi-stakeholder sales cycles. - Strong cross-border commercial acumen; experience operating across UK, EMEA, and emerging markets time zones, and buyer cultures. - Comfortable and credible at board/executive level, with rigorous forecasting and pipeline management discipline. - Strong organisational and conflict-management skills; skilled at reconciling competing regional priorities into a single coherent strategy. - Ability to attract, develop, and retain senior sales talent internationally. - Multilingual ability is preferred; proficiency beyond English is a strong plus given the breadth of markets covered. - Willingness and ability to travel regularly for external and internal meetings across the covered regions. ### What do we offer? - Private Health Insurance - Enhanced Assistance Program - Employee Dental Plan - Group Life Assurance (GLA) - Wellness Reimbursement - Pension employer match - Internet Allowance - Stock options